Mid-Atlantic (100% Remote)
Date Posted

Senior Director - Benefits Mid-Atlantic Team Lead

Our client is a top national specialty insurance brokerage and risk management firm assisting organizations and individuals to simplify the process of protecting assets, offering benefits and minimizing liability. With over 115 offices and 2,400 employees across the US & Canada, they thrive on their passion to be ranked a Best Places to Work every years since 2018 by our most important asset, our employees. For 2020, our client was named 6th Fastest Growing Firm, 12th Largest Personal Lines Broker, 11th largest privately-held P&C Broker and the 16th largest US Broker by Insurance Journal.

The Team Leader for Employee Benefits serves as the link between both internal and external customers to ensure the proper delivery of products and services. The Team Leader will provide guidance for client teams to ensure client satisfaction of Client deliverables and services through adoption of Client best practices, coordination of services, and mentoring.

The Team Leader will manage account management teams as well as provide direction on complex projects, vendor negotiations, and client issues. The Team Leader is considered a senior resource for clients and will has direct supervision of team members, review work for accuracy and manage capacity across the team to ensure client deliverables are timely and accurate. The Team Leader is responsible for revenue growth – client expansion – across the team’s book of business and identifying white space for team clients as well as potential cross-sell opportunities across the Client's portfolio of services. The Team Leader will assist producers with prospecting new clients, including proposal development.

The qualified candidate must have strong knowledge across the spectrum of employer-sponsored health & welfare related plans, including federal and state regulations that impact these plans.

Primary Responsibilities and Duties

  • Oversight and management of team with total revenue $3.5M - $5.25M+
  • Manage a personal book of business between $500,000 and $750,000+
  • Demonstrated thought leadership to include best practices, client expansion, ensuring EB Practice Initiatives are implemented, collaborating with other team leaders and leadership in the region
  • Subject matter expert on Health & Welfare Benefits, vendor/carrier products and services including, but not limited to, medical, dental, vision, life, disability, and voluntary
  • Understanding of practices – resources and capabilities - outside of employee benefits practice
  • Drive adoption and utilization of consistent processes, services, products, and solutions for proper client management
  • Coordinate work of account service teams to ensure consistent and high quality client deliverables, solutions, and services
  • Participate in the development and implementation of best practices and lead by example in demonstrating and sharing the importance of managing, developing and peer reviewing client deliverables
  • Top Ten Revenue Accounts: Detailed understanding of program, relationships at C-suite level, responsible for delivery of annual stewardship report
  • Review all client facing deliverables and act as a team leader and mentor to develop all levels of the client team
  • Develop and maintain ongoing relationships with account management teams and clients to ensure teams execute on plans and deliverables
  • Understand available carrier products and services in the marketplace and ensure team and client awareness
  • Partner with regional leadership and other Team Leaders to deliver and achieve broader Employee Benefit practice goals
  • Understand, articulate and implement the Client's value-added resources
  • Assess the performance of team members and provide ongoing coaching and feedback for continued improvement
  • Support the generation of new business by participating in prospecting opportunities with new clients as part of a broader team via value proposition creation, RFP/proposal support, participating in finalist presentation, etc.

Requirements and Qualifications

  • BA/BS preferred
  • 10 or more years’ experience in senior employee benefit account management or consultative role with increasing responsibility
  • Strong technical knowledge relative to self-funding and stop-loss; strong working knowledge of alternative approaches such as captives, direct contracting, reference-based pricing, etc.
  • Consistently exceeds core practice competency-based skills and mentors junior staff to develop theirs
  • Client-facing experience at a consulting company, insurance company, brokerage
  • Ability to work collaboratively across the employee benefits practice both regionally and enterprise-wide
  • Strong organizational skills with the ability to handle multiple projects at one time and proven ability to prioritize competing requirements and deadlines
  • Continuous professional development in all areas of employee benefits with the proven ability to remain current with respect to industry trends,
  • Commanding presentation and public speaking abilities
  • Advanced critical thinking skills
  • Detail-oriented
  • Strong Microsoft Excel, Word and PowerPoint skills
  • Life, Accident and Health Insurance License required
  • GBA or CEBS Certification a plus
  • Project management certification a plus, but not required